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P R U D E N T I A L C A L I F O R N I A R E A LT Y


Conley Team “It’s Your Home, It’s Our Business.”

12544 High Bluff Drive, Suite 100 San Diego, CA 92130 Office: (858) 755-5224 Fax: (858) 755-5384

www.ConleyTeam.com

Don Conley

Mike Mullins

Mobile: (858) 922-7501 Email: dconley@prusd.com

Mobile: (858) 442-4126 Email: mmullins@prusd.com

Matt Lockhart

David Foggiano

Mobile: (858) 245-8424 Email: mlockhart@prusd.com

Mobile: (858) 357-7753 Email: dfoggiano@prusd.com


Conley Team Profile Don Conley

There is no secret to sales; hard work, relationship building, and knowledge are what it takes! That is why our mission statement is “it’s your home, it’s our business.”

37 years as a top real estate salesperson (20 of these with Prudential California Realty servicing North San Diego County). Don is a broker, GRI, CRS, and has completed numerous certification programs to make sure he is on top of his game. In 16 of the 20 years with Prudential California Realty, Don has been in the top 100 agents for Prudential Nationwide and 3 times in the top 10 out of approximately 63,000 agents! His strengths: “A Bull Dog” negotiator, closing deals & marketing.

Hard Work: No one can work 24/7, but if you don’t that is when your buyer calls. That is why we work as a team. With 4 of us we can make sure your buyer doesn’t get away! Relationship Building: You have heard it before, “It’s who you know”. Our success is built on developing relationships that generate buyers for your property. Our relationship with Prudential California Realty (San Diego’s #1 Broker) is key to this relationship network. Marketing is key to relationship building and we understand why, where, and how buyers look for homes. Additionally our realtor community relationship is extremely important to us in maximizing the number of buyers for your home.

Mike Mullins 10 years working with The Conley Team, 8 as a Top Producing agent. Mike’s sales skills make him a valued asset to the team. Strengths: follow-up, client service, product knowledge.

Knowledge: In our opinion there is no other real estate team with more knowledge about all aspects of real estate than The Conley Team. With over 50 years combined experience and over 1,000 closed sales, we know our business!

Matt Lockhart 12 years with Prudential California Realty, 8 of which have been with The Conley Team. Matt comes from a successful real estate family, grew up locally. Strengths: product knowledge, customer service, internet marketing.

David Foggiano 5 years as a salesperson with The Conley Team. Strengths: economics & finance, sales, customer service, networking, negotiation.

Conley Team


Designations How can you tell if your real estate agent has the knowledge and experience you need? Ask about their designations. Designations mean your agent has invested their time and money to attend courses, take and pass difficult exams, and achieve specified levels of professional achievement in order to earn each Designation. This translates into a professional with advanced degrees to assis you in protecting your biggest asset!

Certified Residential Specialist® / CRS® - The CRS® Designation is awarded to the most experienced REALTORS® who complete advanced training in listing and selling, and meet rigorous production requirements. This is one of the highest designations a realtor can receive. Graduate REALTOR® Institute / GRIsm - This designation is for residential real estate agents who must complete a year long program. This program greatly enhances an agents ability to benefit their clients needs. e-PRO® - e-PRO® is not just about technology - it’s about how you can leverage your most powerful asset, your people-skills, into doing more business through. Exhaustive Internet Training • Unique Competitive Advantage • Professional Distinction •

We Put You In Control • Guarantee Sale Certificate: 60 day guaranteed sale of your property

or reduce the listing side commission by half.

• $1000 Certificate: We will sell your property in an agreed time or

give you $1,000 cash.

• Inside Buyer Program: Would you as a seller appreciate 33.33% of

the commission earned on the purchase of your next home?

• Easy Exit Listing Agreement: No hassles, we only want to work with

individuals who want to work with us.

• Limited Inventory Guarantee: We guarantee limited listing inventory

during your listing period to best serve you.

Conley Team


Testimonials “My wife and I recommend Mike Mullins. He set the tone for what we could expect from him our first meeting by being well prepared with area information and sales knowledge. He listened to our expectations. He clearly outlined the sales process, his strategy and sales tools.” - Andy & Annette C., Engineer (Solana Beach) “The buyers & their agent of my property were extremely difficult to work with. Mike & Don were able to keep our transaction together with a very professional demeanor which helped minimize our stress and keep our focus on the next step. Mike Mullins & Don Conley are assets to Prudential California Realty.” - Joel & Susan N., Developer (Rancho Santa Fe) “This is to recommend anyone looking for a realtor in Carmel Valley. These are uncertain times to put your home on the market, but David Foggiano and his team got us through the sale process without any problems. We were purchasing a home as well and he handled both transactions smoothly and saved us thousands through negotiations on both the buy & sell side of the transactions.” “Don Conley has a unique advertising program to help him accomplish the goal of getting your property sold. His abilities in negations took out the anxiety in the sale of our home and netted us more money than we anticipated. Great execution, thank you!

- Urania & Mike M., Retired (Carmel Valley) “Our experience with Matt Lockhart was that his selling plan and abilities were second to none. We sold our home in half the time it took our neighbors at a higher price.” - Steve & Colleen L., BIO Tech (Carmel Valley)

- Jeb S. . Money Manager (Carmel Valley) “Don Conley is extremely knowledgeable, friendly, tactful, realistic, and aggressive and just makes things happen.” - Jay C., CEO (San Diego) “I have been a real estate broker in San Diego for over 35 years. Mike Mullins is one of the best agents I have ever worked with.”

“Don Conley is a real estate agent that has been in the business for over 30 years. It shows that Don has a masterful knowledge of all aspects of the residential real estate business, making him one of the most outstanding real estate agents I’ve ever worked with!”

- Jim M., Real Estate Broker (Carmel Valley)

Conley Team

- Tom G., Attorney at Law (Carmel Valley)


Five Steps

For Sale to Sold Step 1: Pre-Listing 1. Research your property’s competitive market area for the following: • Comparable properties that are currently for sale • Comparable properties that are in escrow or pending sale • Comparable properties that have sold over the past year-to-date • Comparable properties that did not sell year-to-date • Preview as many of these properties as possible to assess value • Obtain any current appraisals on the subject property, if current 2. Assess your property’s value using the criteria below to adjust and pinpoint current value based on the other active, pending & sold properties: •

Amenities (beds, baths, lot size, square footage)

Location (prime, road, walking distance to community, privacy)

Condition (model home, nice, fixer, tear down)

Timing (Why didn’t it sell? What were the market conditions)

Marketing (How was it marketed? Who was the target audience? Why did it not receive its best value?

Type of sale (Was the property a distress sale?)

3. Prepare a Comparative Market Analysis (CMA) to determine the subject property’s market value. Review determination with owners. •

Drive and preview all properties deemed comparable with owner’s property

Show active homes to owner for assessment of competition

4. Walk the subject property with owner and get their input on special features 5. Discuss with owner the conditions of the property and any changes needed; lighting, interior, exterior, garage, possible staging 6. Discuss with owner showing instructions, open houses, broker caravan, showing condition (music/ lighting), scheduling best and worst times to show 7. Discuss with owner their needs, wants & musts from the sale of their property 8. Review and discuss seller’s net sheet 9. Set competitive market price for property 10. Sign listing contract

Conley Team


Five Steps: For Sale to Sold continued

Step 2: Listing Activated

Let’s get started:

We know that the 1st week on the market is the most activity a listing gets. That’s why we do our best to keep your property in front of agents and buyers so that it’s the 1st property they think about. This program has proven very successful for our sellers and I know it will work for you. There are a lot of Realtors, some good, some bad, but few have a system. WE believe in accomplishing our seller’s goals. This is our main objective. Our systems works!

Measure all rooms

Install lockbox

Owner to fill out seller property questionnaire

Create amenity list for the property

Determine if any repairs are needed

Take digital photos of interior & exterior

Order virtual tour

Order online floor plan

Order professional photographer

Write text for the property to be used on the Multiple Listing Service (MLS) and for online advertising, print advertising, flyer, display ads

Order sign and desired location for installation

Install flyer box and sign riders

Deliver interior brochure stand

Get HOA contact information (if HOA exists)

List of all service providers

Determine if there is any affixed property the seller will be taking upon sale

Any leased equipment (security system, water softener, etc.)

Note any insurance claims

Review seller disclosure package with sellers

Order pest inspection report

Order natural hazard disclosure report

Order home warranty plan

Order clue report

Create a brochure for the property (interior)

Create a flyer for the property (exterior)

Deliver just listed flyer throughout immediate neighborhood

Distribute brochures to all local broker offices

Showing instructions on the property

Input property into the MLS complete with photos

Input property on the caravan sheet for broker open house

Conley Team


Five Steps: For Sale to Sold continued

step 3: Let’s Find a Buyer Internet Advertising

Marketing to Real Estate Community Prudential San Diego / Prudential Nationwide

Zillow.com

Craigslist.com

Realtor.com

RELO – Prudential Relocation Accredited

Prudentialcal.com

NSDCAR – North San Diego County Association of

Signonsandiego.com

msn.com

MLS – Sandicor Multiple Listing Service

Cyberhomes.com

REBA – La Jolla Board of Realtors

Yahoo.com

CRS – Certified Residential Specialist

Listingbook.com

GRI – Graduate of Realtor Institute

ConleyTeam.com

E-PRO – Internet Relocation Professional

Twitter.com

PRP - Out of area Professional Reciprocal Program

Trulia.com

Print Advertising

Network

Realtors

Open Houses •

Broker

Prudential display ads

Public

Conley Team in column ads

Private

Home Tour

Yard Sign •

Flyer box

Contact me

Marketing Meetings •

Local Prudential offices

Local Real Estate Broker Association (REBA)

North San Diego County Association of Realtors (NSDCAR)

Peer group new business pitch sessions

Mastermind Group

Conley Team


Five Steps: For Sale to Sold continued

Step 4: Conley Team Apex Marketing Plan, Repeated weekly Monday

Thursday

Review market activity

Review market activity

Update internet advertising

Update internet advertising

Update current loan information and interest rates

Input Prudential display advertising

Check lockbox for activity and follow up with all

Update MLS information to cause notification to

agents for feedback •

agent community of changes, keep listing fresh

Resupply exterior flyers and interior flyers at the

property

Input open house email blast to active buyers & agent community

Property available for buyer showings

Review step 2 of 5 step plan to ensure all information

is current Tuesday

Property available for buyer showings

Friday •

Review market activity

Update internet advertising

Resupply exterior flyers and interior brochures at the

Review market activity

Update internet advertising

Attend weekly Prudential office meeting and pitch

Reconfirm open house with owner when applicable

property

Communicate with mastermind group

Report to owner with all market updates and activity

Check lockbox for activity and follow up with all

property

report

agents for feedback

Set open house/broker caravan schedule with owner

Property available for buyer showings

Update Conley Team in column ads

Review market activity

Update internet advertising

Attend and pitch property at broker meeting

Host caravan 12:30 – 4:30 every 30 days necessary

Report to owner agent feedback and activity from

Property available for buyer showings

Saturday

Wednesday •

Review market activity

Property available for buyer showings

Sunday

caravan •

Preview any new comparable listings on the market

Check lockbox for activity and follow up with all

Review market activity

Open house 12:30 – 4:30 twice monthly if possible

Report to owner open house activity

Property available for buyer showings

Go see other comparable homes open for market knowledge

agents for feedback •

Property available for buyer showings

Conley Team


Five Steps: For Sale to Sold continued

Step 5: Escrow / Inspection Period Offer Process •

Review complete written offer including copy of deposit check and prequalification letter from a lending institution

Accept the initial offer or submit a counter offer always keeping the lines of communication open and expressing our point of view

Agree on acceptable terms and price

Confirm in writing acceptance of offer and open escrow

Ensure deposit check has been deposited into escrow trust account

Receive verification of funds from the prospective buyer

Establish contact with buyers lender to ensure the loan process is underway

Determine timeline for the transaction

Review seller’s disclosure package with seller to update for accuracy and deliver to buyer

Review and fill out all needed escrow documentation

Physical inspection: schedule & attend inspection to hear first hand any red flags or possible areas of concern

Termite inspection: schedule & attend inspection to deem what work if any is necessary

Appraisal: meet appraiser face-to-face, if possible, supporting the agreed upon sale price showing the value in the property

Order all necessary reports (Title, HOA, NHD, Home Warranty)

Follow up on all inspections & reports with buyer or buyer’s agent

Discuss any findings from the reports and determine what repairs are requested from the buyer, if any

Agree on repairs to be made if needed based on buyer’s physical inspection

Prepare Buyer’s Notice to Perform (if necessary)

Receive buyers removal of all contingencies

Ensure all contingencies are removed

Track buyers loan with lender ensure time frame is intact

Contact service providers to remove your name from services

Set up loan to fund

Set up title to be transferred and recorded

Close out escrow file

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Confirm forwarding address for any needed documentation

Conley Team


How Long will it take to sell? How long it will take to sell your property depends on the following seven conditions: Location One of the few factors that are uncontrollable yet so important to a home’s sale is location. Below is a short list of some of your home’s locations key attributes:

Signs of neglect can turn off a buyer as well. We can identify those potential trouble areas. Your agent can not be afraid to point out opportunities in the condition of your home.

What type of community/neighborhood is the home in?

Terms

Is your home land locked between multiple homes or do you have some space between you and your neighbors? Do you have a private yard?

Making your home easy for buyers to see is critical in getting your home sold. The Conley Team is known for working with agents to make it easy.

Does the backyard face south-southwest?

How is sunlight? Does your home get natural light?

What is the size of your yard?

What is your home’s proximity to parks, power lines, major roads (freeway)?

Is you home on a busy street or back up to a busy street?

Do you live on a cul-de-sac?

Is your home located by gated entrance?

Do you have any kind of view? If so, what do you have a view of and is it from the front or back yard?

Marketing Lets get the word out – Its our job to expose your property to as many motivated buyers and real estate agents as possible. Our proven 5 step marketing plan works. Internet – Print – Relationships – Real Estate Community – If buyers are looking they will see your home. Maximum Exposure = Maximum Value

How your agent presents your home is the key here. Its our job to add value to your home.

Amenities Along with location buyers compare amenities (beds, bath, sq.ftg, pool) when determining value of your home. It is important that your agent describes/illustrates the amenities of your home in a way that maximizes value.

Condition It goes without saying that homes that are well maintained and cared for will show better and eventually sell faster than those that are not. Pride of ownership proves to be a very common theme when buyers consider potential homes. Continual maintenance and upkeep are vital to a successful, quicker sale.

Negotiations Our combined 50 years experience with real estate contracts we know how to protect our clients interests. Our vast experience in contracts and negotiations will benefit you greatly! Over the past 10 years we have negotiated over 445 successful sales valued at roughly $379,000,000. There is a difference in attorneys, doctors, lawyers, engineers, teachers & sale professionals. It’s in the experience, caring, knowledge and the “natural talent” that sets them apart. We believe sales and negotiations go hand-in-hand. We can make a difference in the outcome that you are looking for.

Price (See following page)

Conley Team


Benefits Of Proper Pricing Price Is The #1 Most Important Factor In The Sale of Your Home Pricing Guidelines What you paid for the property does not effect its value • The amount of money you need to get out of the sale does not effect its value • What you think it should be worth has no effect on its value • What another real estate agent says your property is worth does not affect its value • An appraisal does not always indicate what your property is worth on the open market •

The value of you property is determined by what a ready willing and able buyer will pay for the property in the open market, which will be based upon the value of other recent closed real estate transactions. Ultimately it is you the seller and the buyer together determine a property’s value.

Benefits of Proper Pricing Faster Sale: • Less Inconvenience • Increased Salesperson Response • Exposure to More Prospects • Better Response from Advertising • Higher Offers List Price • More Money to Sellers

Drawbacks of Overpricing Reduces Activity • Lower Advertising Response 2 3 Buyers 4 5 6 7 8 • Loss of 1Interested Weeks on Market • Attracts The Wrong Prospects • Helps The Competition • Eliminates Offers • Causes Appraisal Problems • Lower Net Proceeds •

True Market Value Sales Price

Number of Buyer Showings

1

2

3

4

5

6

Weeks on Market

It’s important to position your home at the best price during its first market exposure.

Conley Team


Why Prudential California Realty? •

98% of consumers worldwide recognize the Prudential name

Over $90 million a year in high-profile advertising

Market dominance in high-end communities across Southern California

Intensive local and national networking, high-profile print exposure and sweeping online exposure

Put the power of The Rock on your side

It’s important to know the real estate company you choose is backed by the power, authority and assets of a global leader. Prudential California Realty is owned by HomeServices of America, a Berkshire Hathaway affiliate — so you can choose us with exceptional assurance.

Berkshire Hathaway: •

HomeServices of America:

Warren E. Buffett – Chairman of the Board, Chief Executive Officer

400 offices

20,000 sales associates

$109 billion market capitalization

180,000+ closed brokerage transactions

$69 billion in cash and invested assets

$57.7 billion in volume

Conley Team


What are your Biggest Concerns? When working with The Conley Team, we want to act in YOUR best interests. We’re eager to have you share your concerns & expectations about the sale of your home. *Please take a moment to complete the survey below*

When it comes to the sale of your property, what are your biggest concerns?

Not Concerned

Very Concerned

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Conley Team


Your Questions Selling your home is a complex process, and it’s only natural for you to have some questions and concerns. Please don’t hesitate to ask any question that you may have. When it comes to selling your home, there is no such thing as a dumb question. Please note any questions you may have so we can address them during our meeting: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.

Conley Team


Help us sell your home When you purchased your home you did it for specific reasons. These reasons may very well sell it as well! What was your reason for purchasing this home?

What have you enjoyed about your home?

Describe some features about your home that the casual homebuyer may not see on a first visit to your home?

What upgrades/additions have been done (if any) since your purchase of the property?

Conley Team


Questions to ask your agent 1.

Do you work as a full time Realtor?

2.

How many potential buyers and sellers do you work with at any given time?

3.

How many buyers are you currently working with?

4.

In what way will you encourage other realtors to show and sell my property?

5.

What can you tell me about the real estate market in this area?

6.

What price do you recommend for my home, and what is that number based on?

7.

What are your average days on the market for a home comparable to mine?

8.

What kind of advertising do you do?

9.

How often will my property be advertised, and where?

10.

How do you attract buyers from outside the area?

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Will you prepare an informative brochure for my property? May I see a sample?

12.

Where and how will the brochures be distributed, and to whom?

13.

Do you have a system for follow up with other agents and brokers so that we get valuable feedback after every showing?

14.

How often, and in what way will I be kept informed?

15.

Are you associated with a national referral network that refers buyers to you and gives you the opportunity to refer me to the top agent in the town or state I am moving to?

16.

Do you have a team to help support you with details, or are you a one person wonder who juggles all the tasks themselves?

17.

Do you have a way to market my home through the internet or virtual tour?

18.

Do you have a specific marketing plan designed to sell my property quickly and for top dollar? How does it go beyond placing a sign in my yard and inputting the listing to the Multiple Listing Service?

19.

Do you have references that I may call?

20.

What happens if I am not happy with your services? Can I cancel my listing if I am not satisfied or am I locked in?

Conley Team


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